REPORTING LINES : Managing Director (in acting Capacity as Sales/Commercial Manager)
ACCOUNTABLE FOR : None
MINIMUM QUALIFICATIONS : Relevant 4 year degree in IT, Commerce or Business Related Field
MINIMUM EXPERIENCE : Knowledge of wholesale carrier business (mainly Data)
Sales and Customer Acquisition
Possess at least a minimum of 3 years in sales (Regional, Pan African, & global)
Core Description
Champion Sustainable Revenue growth : The primary focus of the job is to profitable and sustainable grow the portfolio of the iWayAfrica Mauritius revenue & Subscriber base (Market Share), creating rapport with new clients, achieving sales target, strategies and provide support that will continually improve the relationships, grow and retain existing accounts by presenting new solutions and services to the clients.
Be familiar with Colocation, Data Center Solutions, Interconnect, Cross Connects, IPLC, MPLS, VPN, EoSDH, TDM, Submarine capacity and cross border sales as well as IRU, leased capacity, capacity swap and related technology and solution trends within the wholesale carrier environment
PERSON SPECIFICATION
Business development management positions require a bachelor’s degree and 2-3 years of sales or marketing experience.
Possesses at least a minimum of 3 years experience in a similar environment.
Other skills and qualifications, Networking, Persuasion, Prospecting, Public Speaking, Research, Writing,
Closing Skills, Motivation for Sales, Prospecting Skills, Sales Planning, Identification of Customer Needs and Challenges, Territory Management, Market Knowledge, Meeting Sales Goals, Professionalism, CRM, and Microsoft Office.
Speak English and French or Portuguese, will be added advantage.
Key Deliverables/ Key roles;-
Prepare sales plan/strategy and execute
Meet sales and revenue targets
Identify, Recruit, Develop, Manage new and existing customers to ensure revenue and market share growth
Develop aggressive sales strategies for acquiring new customer to achieve overall sales targets and objectives
Direct Sales: Identify and qualify sales prospects (Multinational/Pan African/regional/bulk/key accounts as direct sales)
Revenue Generation by creating new sales and business opportunities for the company through opening new accounts, giving quotations to clients as needed and providing solutions to customer needs.
Work closely with other members of the team in compiling proposals as well as closing sales deals
Prepare product/solution costing and pricing and related selling tools
Lead negotiations of contracts, tenders and follow up on project implementation
Seek out opportunities within existing accounts to grow market share and create visibility of our products
Assist Finance team with Debt collection (current or past/old) by following up with problematic clients to ensure they pay in good time as per the agreed credit terms
Identify customers requirements and provide solutions that meet their requirements
Build and maintain profitable relationships with customers
Participate proactively in company sales and marketing meetings, initiatives and campaigns
Monitor competition activities, initiatives or developments and make recommendations as well as communicate the same to management
Identify, initiate and pursue strategic contacts within key accounts, developing a network of key decision makers at strategic and operational level
Monitor and optimize revenue /margin/contribution in line with approved Key Account Business plans
Work with marketing to implement all marketing plans, merchandising plans and promotional activities
Lead analysis and management of the volume and mode of generation, rejections, and pending numbers. Pipeline reporting and updating.
Producing a market intelligence report on competitors activities with a view of increasing our market share
Ensuring that all company protocols in the sales process, policies, procedures and communication are followed and adhered too.
Ensure Full compliance with Company laid down systems, standards and procedures / processes ï‚· Undertake other duties as and when requested.
Client Retention
Present new products and services and enhance existing relationships.
Work with technical staff and other internal colleagues to meet customer needs.
Arrange and participate in internal and external client/channel partner(distributor) debriefs.
Knowledge
Skills
Attributes
Microsoft Word, Power Point,
Excel
Negotiation & persuasion
Self- Motivated
Communication
Enthusiastic
Planning and coordination
Team Player
Analytical
Results and Goal orientated
Customer Centric
Special Requirements
Valid passport. Job will entail travelling
Work long and extended hours
Be able to work flexible hours
Be prepared to travel across Africa
Knowledge and experience of African ICT (preferable VSAT/ISP/Broadband) and emerging markets
JD Number: SM0005
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